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Author : Raymond Cohen
Publisher : Washington, D.C. : United States Institute of Peace
ISBN 13 :
Total Pages : 222 pages
Book Rating : 4.3/5 (91 download)
Download or read book Negotiating Across Cultures written by Raymond Cohen and published by Washington, D.C. : United States Institute of Peace. This book was released on 1991 with total page 222 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Author : Donald W. Hendon
Publisher : Praeger
ISBN 13 : 0275968030
Total Pages : 0 pages
Book Rating : 4.2/5 (759 download)
Download or read book Cross-Cultural Business Negotiations written by Donald W. Hendon and published by Praeger. This book was released on 1999-09-30 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: Annotation Examines cross-cultural negotiations from the point of view of a practitioner, and provides country profiles with analyses on how to best negotiate.
Author : Mohammad Ayub Khan
Publisher : Springer
ISBN 13 : 3030002772
Total Pages : 577 pages
Book Rating : 4.0/5 (3 download)
Download or read book The Palgrave Handbook of Cross-Cultural Business Negotiation written by Mohammad Ayub Khan and published by Springer. This book was released on 2018-12-13 with total page 577 pages. Available in PDF, EPUB and Kindle. Book excerpt: Global business management issues and concerns are complex, diverse, changing, and often intractable. Industry actors and policy makers alike rely upon partnerships and alliances for developing and growing sustainable business organizations and ventures. As a result, global business leaders must be well-versed in managing and leading multidimensional human relationships and business networks – requiring skill and expertise in conducting the negotiation processes that these entail. After laying out a foundation justifying the importance of studying negotiation in a global context, this book will detail conventional and contemporary theories regarding international engagement, culture, cultural difference, and cross-cultural interaction, with particular focus on their influence on negotiation. Building on these elements, the book will provide a broad array of country-specific chapters, each describing and analyzing the negotiation culture of businesspeople in a different country around the world. Finally, the book will look ahead, with an eye towards identifying and anticipating new trends and developments in the field of global negotiation. This text will appeal to scholars and researchers in international business, cross-cultural studies, and conflict management who seek to understand the challenges of intercultural communication and negotiation. It will provide trainers and consultants with the insights they need to prepare their clients for intercultural negotiation. Finally, the text will appeal to businesspeople who find themselves heading out to engage with counterparts in another country, or operating in other multinational environments on a regular basis.
Author : Dr Daphne Halkias
Publisher : Gower Publishing, Ltd.
ISBN 13 : 1409459985
Total Pages : 253 pages
Book Rating : 4.4/5 (94 download)
Download or read book e-Negotiations written by Dr Daphne Halkias and published by Gower Publishing, Ltd.. This book was released on 2012-11-01 with total page 253 pages. Available in PDF, EPUB and Kindle. Book excerpt: Practical negotiating skills, including those needed for cross-cultural negotiations have long been taught in classrooms, along with some of the theory that underpins them. Most of this has been based on the notion that negotiation will be interpersonal and face-to-face. In recent years, though, globalization, the telecommunications boom and the ever increasing need for today's professionals to conduct cross-cultural business transactions has led to a new way of negotiating, bargaining, and resolving disputes. In e-Negotiations, Nicholas Harkiolakis and his co-authors highlight the challenge that awaits the young professionals who are today training in business schools. Future dispute resolutions and bargaining will take place between faceless disputants involved in a new kind of social process. Any adolescent with a mobile phone and Internet access knows that most of today's social transactions take place via a hand held or other electronic device. In a world of video conferences, chat rooms, Skype, Facebook, and MySpace, critical financial, business and political decisions are made through interaction between two-dimensional characters on screens. Here, the authors compare and contrast e-negotiation as it currently is with traditional face-to-face negotiation. Case studies illustrate how cross-cultural negotiations can be managed through modern channels of social influence and information-sharing and shed light on the critical social, cognitive and behavioral role of the negotiator in resolving on-line, cross-cultural, conflicts and disputes, and generally in bargaining and negotiation. This book, with its practical exercises, will be of immense help to students and professionals needing to 'practice' with the new negotiating media.
Author : Jeanne M. Brett
Publisher : John Wiley & Sons
ISBN 13 : 1118572254
Total Pages : 206 pages
Book Rating : 4.1/5 (185 download)
Download or read book Negotiating Globally written by Jeanne M. Brett and published by John Wiley & Sons. This book was released on 2012-10-15 with total page 206 pages. Available in PDF, EPUB and Kindle. Book excerpt: When it was first published in 2001, Negotiating Globally quickly became the basic reference for managers who needed to learn how to negotiate successfully across boundaries of national culture. This thoroughly revised and expanded second edition preserves the structure of the acclaimed first edition and improves upon it, making it even easier to learn how to navigate national culture when negotiating deals, resolving disputes, and making decisions in teams. Rather than offering country-specific protocol and customs, Negotiating Globally provides a general framework to help negotiators anticipate and manage cultural differences. This new edition incorporates the lessons of the latest research with new emphasis on executing a negotiation strategy and negotiating conflict in multicultural teams. The well-received chapter on “Government At and Around the Table” has been expanded and updated with new examples that span the globe. In this comprehensive resource, Jeanne M. Brett describes how to develop a negotiation planning document and shows how to execute the plan. She provides a model that explains how the cultural environment affects negotiators’ interests, priorities, and strategies. She provides benchmarks for distinguishing good deals from poor ones and good negotiators from poor ones. The book explains how resolving disputes is different from making deals and how negotiation strategy can be used in multicultural teams. Negotiating Globally challenges negotiators to expand their repertoire of strategies so that they will be able to close deals, resolve disputes, and get teams to make decisions.
Author : Drew Rodgers
Publisher :
ISBN 13 : 9783125396517
Total Pages : 160 pages
Book Rating : 4.3/5 (965 download)
Download or read book English for International Negotiations written by Drew Rodgers and published by . This book was released on 1999 with total page 160 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Author : Christopher W. Moore
Publisher : John Wiley & Sons
ISBN 13 : 0470573449
Total Pages : 626 pages
Book Rating : 4.4/5 (75 download)
Download or read book Handbook of Global and Multicultural Negotiation written by Christopher W. Moore and published by John Wiley & Sons. This book was released on 2010-02-04 with total page 626 pages. Available in PDF, EPUB and Kindle. Book excerpt: Praise for Handbook of Global and Multicultural Negotiation "In today's globalized world, few competencies are as essential as the ability to negotiate across cultures. In this insightful and practical book, Chris Moore and Peter Woodrow draw on their extensive global experience to help us understand the intricacies of seeking to reach intercultural agreements and show us how to get to a wise yes. I recommend it highly!" William Ury coauthor, Getting to Yes, and author, The Power of a Positive No "Rich in the experience of the authors and the lessons they share, we learn that culture is more than our clothing, rituals, and food. It is the way we arrange time, space, language, manners, and meaning. This book teaches us to understand our own culture so we are open to the other and gives us practical strategies to coordinate our cultural approaches to negotiations and reach sustainable agreements." Meg Taylor compliance advisor/ombudsman of the World Bank Group and former ambassador of Papua New Guinea to the United States of America and Mexico "In a globalized multicultural world, everyone from the president of the United States to the leaders of the Taliban, from the CEO of Mittal Steel to the steelworkers in South Africa, needs to read this book. Chris Moore and Peter Woodrow have used their global experience and invented the definitive tool for communication in the twenty-first century!" Vasu Gounden founder and executive director, ACCORD, South Africa "Filled with practical advice and informed by sound research, the Handbook of Global and Multicultural Negotiation brings into one location an extraordinary and comprehensive set of resources for navigating conflict and negotiation in our multicultural world. More important, the authors speak from decades of experience, providing the best book on the topic to date a gift to scholars and practitioners alike." John Paul Lederach Professor of International Peacebuilding, Kroc Institute, University of Notre Dame
Author : Michele J. Gelfand
Publisher : Stanford University Press
ISBN 13 : 0804745862
Total Pages : 478 pages
Book Rating : 4.8/5 (47 download)
Download or read book The Handbook of Negotiation and Culture written by Michele J. Gelfand and published by Stanford University Press. This book was released on 2004 with total page 478 pages. Available in PDF, EPUB and Kindle. Book excerpt: In the global marketplace, negotiation frequently takes place across cultural boundaries, yet negotiation theory has traditionally been grounded in Western culture. This book, which provides an in-depth review of the field of negotiation theory, expands current thinking to include cross-cultural perspectives. The contents of the book reflect the diversity of negotiationresearch-negotiator cognition, motivation, emotion, communication, power and disputing, intergroup relationships, third parties, justice, technology, and social dilemmasand provides new insight into negotiation theory, questioning assumptions, expanding constructs, and identifying limits not apparent from working exclusively within one culture. The book is organized in three sections and pairs chapters on negotiation theory with chapters on culture. The first part emphasizes psychological processescognition, motivation, and emotion. Part II examines the negotiation process. The third part emphasizes the social context of negotiation. A final chapter synthesizes the main themes of the book to illustrate how scholars and practitioners can capitalize on the synergy between culture and negotiation research.
Author : Guy Olivier Faure
Publisher : SAGE
ISBN 13 : 9780803953710
Total Pages : 284 pages
Book Rating : 4.9/5 (537 download)
Download or read book Culture and Negotiation written by Guy Olivier Faure and published by SAGE. This book was released on 1993-09-28 with total page 284 pages. Available in PDF, EPUB and Kindle. Book excerpt: Culture and Negotiation was the outcome of cooperation between UNESCO and IIASA. The cultural factors bearing on international negotiations are a topic of importance, not least in the environmental field. The book's strength is its combination of a lucid and comprehensive discussion of issues and concepts with a series of case studies concerning specific rivers and the people who live and produce on their banks and tributaries. The result throws interesting light on the cultural parameters of human agreement and discord, and offers useful, practical pointers for the art of negotiation.
Author : Donald W. Hendon
Publisher : Praeger
ISBN 13 :
Total Pages : 280 pages
Book Rating : 4.:/5 (318 download)
Download or read book Cross-Cultural Business Negotiations written by Donald W. Hendon and published by Praeger. This book was released on 1996-08-06 with total page 280 pages. Available in PDF, EPUB and Kindle. Book excerpt: International business negotiations are made difficult by problems of communication and culture. This book aims to show how to conduct international business communications successfully by seeing what is important about the transactions through the eyes of
Author : Jeanne M. Brett
Publisher : John Wiley & Sons
ISBN 13 : 1118602617
Total Pages : 326 pages
Book Rating : 4.1/5 (186 download)
Download or read book Negotiating Globally written by Jeanne M. Brett and published by John Wiley & Sons. This book was released on 2014-03-17 with total page 326 pages. Available in PDF, EPUB and Kindle. Book excerpt: A framework for anticipating and managing cultural differences at the negotiating table In today's global environment, negotiators who understand cultural differences and negotiation fundamentals have a decided advantage at the bargaining table. This thoroughly revised and updated edition of Negotiating Globally explains how culture affects negotiators' assumptions about when and how to negotiate, their interests and priorities, and their strategies. It explains how confrontation, motivation, influence, and information strategies shift due to culture. It provides strategic advice for negotiators whose deals, disputes, and decisions cross cultural boundaries, and shows how to anticipate cultural differences and then manage them when they appear at the negotiating table. It challenges negotiators to expand their repertoire of strategies, so that they are prepared to negotiate deals, resolve disputes, and make decisions regardless of the culture in which they find themselves. Includes a review of the various contexts and building blocks of negotiation strategy Explains how and why negotiation may be practiced differently in different cultures and how to modify strategy when confronted with different cultural approaches Explores the three primary cultural prototypes negotiators should understand Negotiating Globally is ideal for those relatively new to negotiation, particularly in the global arena, and offers an overview of the various contexts and tactics of negotiation strategy. Written by an award-winning negotiation expert, this book provides an ideal framework for any and all global negotiations.
Author : David L. Browman
Publisher : U of Nebraska Press
ISBN 13 : 1496210441
Total Pages : 433 pages
Book Rating : 4.4/5 (962 download)
Download or read book Cultural Negotiations written by David L. Browman and published by U of Nebraska Press. This book was released on 2020-02-17 with total page 433 pages. Available in PDF, EPUB and Kindle. Book excerpt: This meticulously researched reference work documents the role of women who contributed to the development of Americanist archaeology from 1865 to 1940. Between the Civil War and World War II, many women went into anthropology and archaeology, fields that, at the beginning of this period, welcomed and made room for amateurs of both genders. But over time, the increasingly professional structure of these fields diminished or even obscured the contributions of women due to their lack of access to prestigious academic employment and publishing opportunities. As a result, a woman archaeologist during this period often published her research under her husband's name or as a junior author with her husband. In Cultural Negotiations archaeologist David L. Browman has scoured the archaeological literature and archival records of several institutions to bring the stories of more than two hundred women in Americanist archaeology to light through detailed biographies that discuss their contributions and publications. This work highlights how the social and cultural construction of archaeology as a field marginalized women and will serve as an invaluable reference to those researchers who continue to uncover the history of women in the sciences.
Author : Shilpa Daithota Bhat
Publisher : Rowman & Littlefield
ISBN 13 : 1666912867
Total Pages : 247 pages
Book Rating : 4.6/5 (669 download)
Download or read book Diaspora and Cultural Negotiations written by Shilpa Daithota Bhat and published by Rowman & Littlefield. This book was released on 2022-03-30 with total page 247 pages. Available in PDF, EPUB and Kindle. Book excerpt: Diaspora and Cultural Negotiations: The Films of Gurinder Chadha explores critical and theoretical conceptualizations of identity, globalization, intersectionality, and diaspora, among other topics, in the films of Gurinder Chadha. This book argues that Chadha’s work offers relevant and sensitive portrayals of the members of the diaspora community that make these films of contemporary and enduring value, highlighting their challenges in hybridization and acculturation in the societies they migrate to and the historical and political exigencies that influence their everyday existence. Contributors analyze Chadha’s films in the context of cultural milieus including multiculturalism, narration and representation, ethnicity, literary adaptation, and intercultural negotiations, while also exploring Chadha’s own role as an auteur. Scholars of film studies, Indian cinema, diaspora studies, sociology, and cultural studies will find this book particularly useful.
Author : Bikal Dhungel
Publisher : GRIN Verlag
ISBN 13 : 3640902181
Total Pages : 17 pages
Book Rating : 4.6/5 (49 download)
Download or read book Negotiation Skills - Research on Cross Cultural Competence written by Bikal Dhungel and published by GRIN Verlag. This book was released on 2011-04-28 with total page 17 pages. Available in PDF, EPUB and Kindle. Book excerpt: Seminar paper from the year 2008 in the subject Communications - Intercultural Communication, grade: 2,3, Cologne University of Applied Sciences, language: English, abstract: Negotiation can be defined as the process of bargaining between two or more parties to reach a solution that is acceptable to all parties. Negotiation is also a dialogue intended to resolve disputes, to produce an agreement upon courses of action, to bargain for individual or collective advantage, or to craft outcomes to satisfy various interests. It is the primary method of alternative dispute resolution. Negotiation could be defined differently, it depends on the subject. Political negotiation, cultural negotiation, business negotiation etc. Negotiation occurs in government, legal proceedings, in personal situations and in everyday life.
Author : Evangelos Raftopoulos
Publisher : Cambridge University Press
ISBN 13 : 1108186904
Total Pages : 287 pages
Book Rating : 4.1/5 (81 download)
Download or read book International Negotiation written by Evangelos Raftopoulos and published by Cambridge University Press. This book was released on 2019-01-03 with total page 287 pages. Available in PDF, EPUB and Kindle. Book excerpt: Evangelos Raftopoulos explores international negotiation as a structured process of relational governance that generates international common interest between and among international participants and in relation to the international public order. He challenges prescriptive models of negotiation - developed in international relations and positivistic approaches to international law, which artificially separate treaties from negotiation in the name of 'objectivity' - and opens a window for looking at international negotiations from a novel, international law perspective. Using an interdisciplinary approach that incorporates law, philosophy, politics, and linguistics, he proposes a holistic, theoretical model of multilateral international negotiation that not only offers a 'subjective' view of international law in practice but also demonstrates the importance of understanding the horizontal normativity of international ordering. This work should be read by academics and practitioners of international law and negotiations, officials of international organizations, and anyone else interested in international law and international relations.
Author : Jean-Pierre Coene
Publisher :
ISBN 13 : 9781976340130
Total Pages : 0 pages
Book Rating : 4.3/5 (41 download)
Download or read book Negotiate Like a Local written by Jean-Pierre Coene and published by . This book was released on 2017-10-23 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: An invaluable guide to anybody involved in international negotiations in business or any other field. Although supply chains and communications may have globalized, stubborn cultural differences between people remain. The authors have extensive experience and some illuminating anecdotes, but, importantly, they have filtered their experience through established research into cultural differences, and consequently, their guidance is reliable and transferable. Adapting to local styles of doing business is often the difference between success and failure - this book gives the reader a valuable advantage.- Professor David Arnold, London Business School (UK), China Europe International Business School (Shanghai, China)The book is eminently practical. It reads like a novel, using brief and clear summary of theory, well-chosen metaphors and a wealth of examples from real business life. Read it before establishing new contacts, and return to it when you wish to make sense of your experiences. I have no doubt that both you and your future business partners will benefit.- Professor Gert Jan Hofstede, Wageningen University
Author : Nicholas Dorochoff
Publisher : Left Coast Press
ISBN 13 : 1598740954
Total Pages : 135 pages
Book Rating : 4.5/5 (987 download)
Download or read book NEGOTIATION BASICS FOR CULTURAL RESOURCE MANAGERS written by Nicholas Dorochoff and published by Left Coast Press. This book was released on 2007-04-15 with total page 135 pages. Available in PDF, EPUB and Kindle. Book excerpt: Nicholas Dorochoff offers the heritage management community the benefit of decades of thinking on negotiation from the business world in a brief, practical guidebook.
